Vice President Licensing

Carters Inc.•Atlanta, GA

51d

About The Position

The Vice President Licensing is responsible for building and scaling a profitable, brand-aligned inbound and outbound licensing program that extends the company's intellectual property across new product categories, channels, and geographies. This leader will develop and execute a comprehensive licensing strategy that complements both direct-to-consumer (DTC) and wholesale business models, driving revenue growth, brand awareness, and customer engagement. This role requires a strategic, commercially driven leader who can balance brand stewardship with revenue optimization, manage external partnerships, and collaborate cross-functionally with merchandising, design, marketing, legal, wholesale and supply chain teams.

Requirements

12–15+ years in consumer products, licensing, brand management, or retail, with a clear progression into program-level leadership and P&L ownership
Demonstrated record of building or materially scaling a licensing / brand-extension program — not solely administering existing agreements
Experience with consumer / lifestyle brands; apparel, children's products, or character / entertainment licensing is a strong plus
Exposure to both the brand-owner and the licensee / agency side of licensing is highly valued
Track record spanning wholesale and DTC (retail + eCommerce); international market expansion preferred
Proven people-leadership experience managing a team, and success operating in a complex, matrixed organization
Commercial deal-making & negotiation — Structures and closes royalty, guarantee, territory, and distribution terms that are durable and advantageous for both sides
P&L and financial acumen — Forecasts royalty income and margin, applies retail math, and manages royalty reporting, audit, and compliance
Brand stewardship — Protects brand voice, positioning, and product quality across every licensed category and channel
Partner selection & management — Vets partners on brand fit, financial soundness, and execution capability; optimizes or exits underperforming deals
Cross-functional influence — Drives alignment across many functions without direct authority over most of them
Strategic & commercial judgment — Balances revenue optimization against brand equity and knows which deals to walk away from
Entrepreneurial, disciplined, and consumer-curious — Pursues growth while holding a firm line on brand and financial standards, staying close to the family shopper and the child

Nice To Haves

MBA or equivalent commercial depth preferred

Responsibilities

Develop and execute a multi-year licensing strategy aligned with overall brand and business objectives
Identify new licensing opportunities across product categories, channels, and global markets, prioritizing categories close to the core of the brand
Establish revenue targets, royalty structures, and financial forecasts for the licensing portfolio
Evaluate and prioritize partnerships that enhance brand equity while driving incremental revenue
Monitor competitive licensing programs, market trends, and consumer insights to identify opportunities and risks
Conduct periodic business reviews of licensees to assess performance, identify growth opportunities, and optimize partnership models
Own the P&L for the licensing business, including revenue, margin, and expense management
Track and analyze royalty income, partner performance, and category profitability
Identify opportunities to improve financial outcomes through renegotiation, portfolio optimization, or new deals
Ensure licensee compliance with royalty reporting, audit requirements, and contractual financial obligations
Ensure all licensed products align with brand positioning, quality standards and regulatory requirements as well as customer expectations
Lead cross-functional alignment across merchandising, supply chain, finance, retail, eCommerce, sales, and marketing teams to support licensing initiatives and category growth
Maintain consistency of brand voice and identity across all licensed categories and channels through clear brand guidelines and product-approval workflows
Identify, negotiate, and onboard best-in-class licensing partners and agents
Lead contract negotiations, including key terms such as royalties, minimum guarantees, advances, and distribution rights
Manage ongoing partner relationships to ensure performance expectations, brand standards, and contractual obligations are met
Collaborate with partners to optimize product assortments and go-to-market strategies